MICHAEL C. SGROI
Raleigh
Summary
Dynamic Business Development Manager with a proven track record at WEP Clinical, driving a $20 million pipeline through strategic lead generation and relationship building. Expert in account management and proposal development, I excel at connecting with prospects and delivering impactful client presentations, consistently exceeding expectations and fostering long-term partnerships.
Overview
7
7
years of professional experience
1
1
Certification
Work History
Business Development Manager
WEP Clinical
Raleigh
04.2025 - Current
- Promoted to Business Development Manager officially in April 2025.
- Since January 2025, I've grown my pipeline to $20 million, ranging from Clinical Trials, Expanded Access Programs, and Mobile Nursing Solutions.
- Managing over 300 accounts while driving new business, maintaining current relationships, and cross-selling existing clients.
- Responsible for managing the entire sales process, from the initial meeting to the close.
- Collaborates with multiple departments across WEP to ensure alignment and that customers' needs are being met.
- Drafted proposals for prospects in response to their requests for information.
- Help train the Inside Sales team on outreach strategies and identifying opportunities
Inside Sales Representative
WEP Clinical
Raleigh
03.2024 - 03.2025
- As the first Inside Sales Representative of the company, I was tasked with lead generation with companies ranging from small Biotechs to large pharmaceutical companies.
- Exceeded company expectations with lead generation, resulting in over 35 new bookings in 9 months. Using my own strategies.
- Worked closely with SMEs to support deals from initial meeting to close.
- Generated leads through cold calling and emailing potential clients.
- Researched customer needs and preferences to identify opportunities for new business. Used information to personalize outreach.
- Established relationships with key decision makers at target companies.
- Contributed ideas for improving internal processes related to sales operations.
- Collaborated with team members to determine strategic sales approaches.
Business Development Manager
Pattern Health
Raleigh/Durham
04.2021 - 01.2024
- Company Overview: Pattern Health is an early stage digital health company that helps collect important patient data for academic research, commercially sponsored clinical trials, or RWE studies. Pattern Health also manages and licenses a library of COAs (clinical outcome assessments) to these industries as a separate revenue stream.
- Increased Patten Health's revenue year over year by implementing and managing a better sales process for both the research and licensing business.
- Utilized different lead generation approaches through cold outreach, social networking, and in person conferences.
- Connected with and built relationships with key stakeholders across different market segments (Academic Medical Centers, Pharmaceutical Companies, CROs, and Sites)
- Grew the Academic, Pharma, and CRO pipeline 30-40% over 3 years while constantly adapting to strategic pivots in Pattern Health's company direction.
- Managed the entire inbound and outbound lead process. Set up discovery calls, led discovery calls, worked closely with the senior BD team on demos and negotiations, moving prospects from initial contact, to proposal, to close.
- Account Management - Expert at building long term relationships across organizations and maintaining strategic contacts. Effectively communicated and guided stakeholders along the buying process.
- Collaborated with internal marketing and product teams to better understand Pattern Health's solutions, help create valuable content, and become a product and market expert.
- Created and executed quotes, proposals, and licensing agreements while collaborating with multiple departments within the organization.
- Pattern Health is an early stage digital health company that helps collect important patient data for academic research, commercially sponsored clinical trials, or RWE studies. Pattern Health also manages and licenses a library of COAs (clinical outcome assessments) to these industries as a separate revenue stream.
Security Specialist
SolarWinds MSP
Raleigh
12.2020 - 04.2021
- Supported over 400 accounts, maintained consistent contact as their main point of contact at Solarwinds. Acted as a consultant to help SMBs prepare and act against potential security issues.
- Spoke with C-Level partners about the industry trends and cyber security market as a whole. Helped them see the value of our security solutions from a financial, operational, and strategic view point.
- Conducted product demos for all members of the company.
Solutions Advisor
SolarWinds MSP
Raleigh
01.2020 - 12.2020
- Number 1 sales representative in the Raleigh office, and top 10 in North America in 2020 in terms of total sales revenue generated. Exceeded monthly quotas.
- Acted as the main point of contact for a book of business consisting of around 300+ current SolarWinds customers.
- Conducted monthly, bi monthly, and quarterly business reviews with C-Level employees of accounts to help them understand their current commitment to SolarWinds, while upselling and creating new logos for SolarWinds solutions that can benefit their business.
- Collaborated internally with Sales Engineers, Customer Success, Finance, and direct sales management to ensure the best customer service.
- Increased sales with proactive account servicing and diligent relationship-building.
- Managed over 300 client accounts, speaking with multiple departments inside the MSP Business. Quarterbacked the entire sales process from end user demo to negotiation stages.
- Helped partners with billing, onboarding, and marketing assistance in addition to upselling the client our solutions.
- Acted as a liaison between account holders and various departments, communicating effectively to maintain customer satisfaction and uphold company protocols.
Business Development Representative
Impathiq
Raleigh
08.2018 - 07.2019
- Company Overview: Impathiq is a start up digital health company that developed SMART FIHR Applications to help cardiovascular departments better diagnose chest pain symptoms.
- First and only sales rep for the company. Tasked with growing the pipeline and generating recognition for Impathiq's clinical applications.
- Responsible for creating and executing a sales process. Proficient in managing relationships, pipelines, and expectations. Grew the pipeline from 0 leads to around 100 new leads during my time.
- Generated new business by personally demoing medical applications to doctors, hospital employees, and C-Suite executives.
- Cold outreach into hospitals and chest pain centers around the country and booked discovery calls.
- Booked face to face meetings and traveled to hospitals in and out of state, presenting to large groups about Impathiq's solutions.
- Impathiq is a start up digital health company that developed SMART FIHR Applications to help cardiovascular departments better diagnose chest pain symptoms.
Education
Bachelors Degree - Business Administration and Management
William Peace University
Raleigh06.2017
Business Administration -
Onondaga Community College
01.2015
Skills
- Connecting with sales prospects
- Customer segmentation and prospecting
- Relationship building
- Strategic planning
- Lead generation
- Account management
- Client presentations
- CRM management
- Proposal development
Certification
- Sales Growth Certificate - Cornell University - March 2025
- Drug Development - University of San Diego via Coursera - August 2024
- Connecting with Sales Prospects - Coursera - April 2022
- Customer Segmentation and Prospecting - Coursera - March 2022
Timeline
Business Development Manager
WEP Clinical
04.2025 - Current
Inside Sales Representative
WEP Clinical
03.2024 - 03.2025
Business Development Manager
Pattern Health
04.2021 - 01.2024
Security Specialist
SolarWinds MSP
12.2020 - 04.2021
Solutions Advisor
SolarWinds MSP
01.2020 - 12.2020
Business Development Representative
Impathiq
08.2018 - 07.2019
Bachelors Degree - Business Administration and Management
William Peace University
Business Administration -
Onondaga Community College
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